Assertion certainty 4/5 debate potential 1/5

Habu averages mid-$300K annual contract values for its enterprise customers

Matt Kilmartin · Venture Studio Spinout Hits $250m Valuation for Clean Data Room SaaS · Sep 20, 2022 · at 4:07

Matt Kilmartin, CEO of Habu, shares Habu's enterprise pricing metrics during an interview with Nathan Latka.

0:00 / 0:06exact quote · 6.0s
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“Our average ACV is by mid-three hundred K range.”

quote is from the automated transcript, cleaned for reading: filler sounds and stutters are removed, nothing is rephrased. names can be misheard (the analysis reads context, assessments check outside sources). how →

More from Matt Kilmartin

Insight
Habu underinvested in sales and marketing while over-focusing on product engineering
“We stayed a little too lean too long on the sales and marketing function, I would say. We had a ton of engineering, product engineering, and but I didn't, I felt like we probably could have invested earlier in sales and marketing”
Matt Kilmartin Sep 20, 2022 ▶ 16:55 Venture Studio Spinout Hits $250m Valuation for Clean Data Room SaaS
Disclosure
Habu licenses identity products from its direct data competitor LiveRamp
“There's a public company called live ramp who has a, is a competitive, has a competitive product. So anyways but listen, great company. We actually use some of their identity products as well.”
Matt Kilmartin Sep 20, 2022 ▶ 17:35 Venture Studio Spinout Hits $250m Valuation for Clean Data Room SaaS
Assertion Not checkable as stated
Strategic investor Snowflake does not restrict Habu's addressable market
“But at the end of the day, like Snowflake's not looking to restrict our TAM and, you know, we have to be agnostic.”
Matt Kilmartin Sep 20, 2022 ▶ 26:14 Venture Studio Spinout Hits $250m Valuation for Clean Data Room SaaS
Assertion Supported
Major cloud data warehouses now offer native data clean room capabilities
“What's interesting is, is a lot of the cloud data warehouses do this, are doing this now. So AWS, GCP Microsoft are trying to do this, and that's where data sharing now happens at the cloud data layer. And then Snowflake and Databricks have capabilities around…”
Matt Kilmartin Sep 20, 2022 ▶ 1:45 Venture Studio Spinout Hits $250m Valuation for Clean Data Room SaaS
Disclosure
Disney is an enterprise client of data clean room startup Habu
“A use case for us is Disney. Disney's a client. Disney owns Hulu, ESPN, and they have all the two TV viewership data, basically.”
Matt Kilmartin Sep 20, 2022 ▶ 2:19 Venture Studio Spinout Hits $250m Valuation for Clean Data Room SaaS
Disclosure
Habu does not charge both sides of its data collaboration marketplace
“We want to make it friction free for data collaboration, so we are not charging both sides.”
Matt Kilmartin Sep 20, 2022 ▶ 3:54 Venture Studio Spinout Hits $250m Valuation for Clean Data Room SaaS
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